Getting through the door the right way makes it much more likely that you'll succeed in engaging with sought-after prospective clients, showcasing your expertise, establishing meaningful dialogue, and ultimately converting a possibility to a client.
Our ratings of the various techniques are based on propensity of the professional to achieve their selling objectives.
In more-or-less rank order, here's what gets you through the door the right way:
- an invitation following personal recommendation
- referral from a trusted source
- strong word of mouth and a great reputation which precedes you
- original research and analysis
- authorship of a well-known book
- whitepapers
- authoritative articles
- published opinion pieces
- helpful tips and knowledge pieces
- well-crafted direct mail promotion
- conference speaking engagements
- your website
- targeted email pieces
- awards
- directory listings
- sponsorships
- memberships
- shared not-for-profit causes
- rankings in league tables
- entertainment
- advertising.
Getting through the door the right way will also mean you get in front of the right prospective clients much more easily and often.
While I'm reluctant to ever say "never", these mostly get you through the door the wrong way,
or not at all:
- telemarketing
- cold sales calls
- yellow pages
- Google adwords.
Getting through the door the in the best ways sets you up for success - the wrong ways lead to disillusion or failure.
For expert advice and help to get through the door more often and the right way, please get in touch.
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